Company Background
Since 1976, QCP (https://qcp-corp.com) has remained a family-owned and operated business, manufacturing an extensive line of precast concrete, steel, and wood site furnishings for a wide variety of commercial projects with the highest quality of exterior appearance. Today under second and third generation management, they adhere to the most stringent industry requirements and offer superior quality that only a certified precast concrete, steel and wood production facility can provide. QCP is committed to building a greener and safer environment and can help achieve LEED project points with environmentally friendly precast concrete, steel, and wood solutions. They offer the industry’s widest variety of color and texture combinations, as well as options to customize any of the standard product offerings QCP has built and sustains its reputation by doing whatever it takes to meet their customers' site furnishing needs. They are currently seeking a Sales Manager for the Northeast US market to target untapped customers and leveraging the company’s expertise in concrete solutions there. The region is poised for substantial growth based on existing relationships, projects completed recently and the positive construction market. The role reports to the Vice President of Sales, who is based at the company’s headquarters in Norco in Southern California. The role is remotely based in the New York Metropolitan Area.
Job Scope
The Sales Manager, Northeast is a seasoned, sales, consultive, and customer service leader who can help achieve the company’s long-term sales growth and profit goals in this growing market. The company’s sales process is unique as it requires selling their products twice; first by getting specified on the project by the Landscape Architect, then by securing an order from the Landscape Contractors who install our products. QCP is a consultive sales-driven and customer-centric company where deep relationships with architects, contractors, complementary suppliers, municipalities, end-clients and internally with other employees are paramount for success. The company culture is very family-oriented with many long-term tenured employees—particularly in the sales organization.
The Sales Manager’s ability to integrate into that culture is critical to their long-term success as well as being able to “dig deep” into sales opportunities and see how they can best meet all of their customer’s needs. As they transition into a growth phase, QCP is expanding their market presence beyond California to the Northeast, Texas, Oklahoma, Florida, Georgia, and other U.S. regions, leveraging a robust reputation to drive future success. Key for the Sales Manager’s success will be to have extensive and deep consultive sales experience, have a ton of energy, very willing to learn and have some construction industry knowledge. Their own performance metrics will include meeting or exceeding sales revenue/profit targets, increasing and improving customer coverage and service, and growing their sales region. The Sales Manager will play a pivotal role in this next chapter, driving growth, building relationships, and championing QCP’s reputation as a trusted partner for Architects, Contractors, and Project Owners.
Key Accountabilities
- Growing the current sales in the Area from ~$1m today to $4-$5m in annual sales in the near term.
- The ideal candidate will have some construction sector sales experience, and preferably, relationships with Landscape Architects and Contractors in the territory.
- Maintaining consistent engagement with clients, visiting a minimum of 30 customers monthly and ensuring regular quarterly follow-ups to remain a top-of-mind resource.
- Generating net new projects and bringing consistency in the sales approach to new prospects.
- Demonstrating a “hunger” for identifying and hunting new prospects while chasing and qualifying the “right prospects for the right projects”.
- Developing deep, trust-based relationships with: (1) Landscape Architects through a focus on education and product customization to secure specifications, (2) Landscape Contractors by offering cost-effective solutions while ensuring profitability and project efficiency, and (3) Developers/Owners by aligning product offerings with strategic goals to foster repeat business.
- Collaborating with the sales team, sharing insights and best practices for collective success.
- Accurate and rigorous use of Salesforce CRM to improve forecasting, customer follow-up, activity tracking and overall efficiency.
- Working closely with Operations and other Company Departments to ensure timely contact and appropriate expectation setting with all customers.
Required Skills, Qualifications, and Competencies
The successful candidate will possess the following skills, qualifications, and competencies:
- 5-10 years of sales experience in a similar sales channel with a demonstrated ability to achieve a minimum of 10-15% sales growth of their book of business towards the $4m to $5m goal.
- Salesforce CRM experience and “tech savvy” to offer improvements to the QCP Sales Process.
- Excellent verbal and written communication skills.
- A proactive self-starter who is strategic and dynamic and excels at identifying growth opportunities and building long-term client relationships.
- Relationship-driven, skilled in building trust with diverse stakeholders and aligning their needs with QCP’s product and services offerings.
- Willing to travel appropriately (30-40% overnight travel and regular travel to cover the territory and achieve min. 30 meetings per month).
- Treats others with respect, keeps commitments to customers, vendors, and staff.
- Inspires trust of others by working with integrity, ethics and upholding organizational values.
- Works collaboratively with others and contributes to building a productive team spirit.
Reporting Relationships
The Sales Manager, Northeast, reports directly to the Vice President of Sales and will be based remotely in the New York Metropolitan Area. They will also have responsibility for some clients based in the Midwest States.
For More Information, Please Contact ROI Executive Search:
Mr. Brandt Handley, Managing Partner, T:805.455.2702, E:Brandt@Go4ROI.com
Ms. Melissa Kennawi, Project Manager, T: 959.260.3209. E: Melissa@Go4ROI.com
Resource Options International, Inc. or ROI is a boutique, retained executive search, coaching and organizational development firm that enables Middle Market companies to recognize, recruit and retain key talent at the Board, CXO, VP and Director levels. We are industry and discipline agnostic as we recognize that the talent management requirements of our Middle Market clients have much more in common than their industry sector or functional differences. ROI is headquartered in Palm Beach, Florida with offices in London, United Kingdom. Learn more at www.Go4ROI.com.
